Allen is a salesperson who helps his customers reach their strategic goals. Allen is most likely ...

Allen is a salesperson who helps his customers reach their strategic goals. Allen is most likely practicing ________ selling.
 a. mental states
 b. need-satisfaction
 c. consultative
 d. strategic goal satisfaction (STS)
 e. stimulus response

Question 2

Which of the following statements is INCORRECT with respect to ordinally scaled variables?
 a. The difference between the first- and second-ranked people is the same as the difference between thesecond- and third-ranked people.
 b. Both the median and mode are permissible measures of average.
  c. We can transform an ordinal scale in any way we wish as long as we maintain the basic ordering of theobjects.
 d. The ordinal scale implies identity.
  e. The ordinal scale implies relative standing on the measured attributes.

Question 3

While a consumer is watching a movie, she can assess whether or not it is a good movie. This is known as
 a. generating evidence.
  b. generating hypotheses.
  c. creating counterarguments.
  d. encoding the evidence.
  e. integrating evidence.

Question 4

With respect to mental states selling, the acronym AIDA stands for:
 a. attention, interest, desire, action.
 b. attention, interest, decision, action.
 c. alert, interest, desire, act.
 d. alert, interest, decision, act.
 e. none of these choices.

Question 5

The ordinal scale represents a higher level of measurement than the nominal scale in that
 a. the assigned numerals serve to identify the objects.
  b. the magnitude of the differences in the objects is shown.
  c. the assigned numerals represent the order as well as identifying the object.
  d. it has a natural zero.
  e. it has an arbitrary zero.

Question 6

Suppose a consumer is watching TV and sees an exciting ad for a new Meg Ryan movie. She also fondly remembers previous Meg Ryan movies, such as Hanging Up or You've Got Mail. Based on these sources of information, she ____ about the quality of the movie (It must be great).
 a. generates evidence
  b. creates affect
  c. generates a hypothesis
  d. creates evidence
  e. creates counterarguments

Question 7

Sally is a salesperson for Southerland Chemical Company. Sally's approach to selling requires her to ask a lot of questions and develop customized solutions based on what she learns from the customer. Sally most likely practices ________ selling.
 a. transaction-focused
 b. trust-based relationship
 c. mental states
 d. stimulus response
 e. all of the above are correct